Lead Account Executive

Lead Account Executive (AE)

DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future.

DataRobot's Lead Account Executive (AE) is a critical role responsible for driving revenue growth by acquiring new customers, expanding existing accounts through upsell opportunities, and ensuring successful contract renewals within a designated territory. The mission of this position is to articulate the value of the DataRobot AI platform, help customers solve their business challenges, and build long-term, strategic partnerships.

Key Responsibilities

• New Business Development: Lead the full sales cycle from prospecting and relationship building to pipeline creation, deal execution, and closing new business.
• Existing Account Expansion: Deeply understand the business needs of assigned customers to identify and propose new use cases or departmental expansions, driving upsell and cross-sell opportunities.
• Contract Renewals: Manage the renewal process for existing accounts, ensuring customer satisfaction and maximizing the value delivered by DataRobot.
• Solution Selling: Effectively articulate how the DataRobot AI platform can solve customer business problems. Collaborate with pre-sales and post-sales teams to develop and present optimal solutions.
• Internal Collaboration: Work closely with marketing, pre-sales, post-sales, tech support and product teams to ensure customer success and a cohesive go-to-market strategy.
• Pipeline Management: Maintain accurate sales forecasts and manage all sales activities in CRM tools like Salesforce.

Required Skills & Experience

• 10+ years of experience in enterprise software or SaaS sales.
• Fundamental knowledge of AI, machine learning, data analytics, and cloud technologies.
• Proven track record of success in all aspects of the sales cycle, from new business development to renewals.
• Strong communication and relationship-building skills, with the ability to engage with a wide range of stakeholders, including C-level executives.
• Excellent problem-solving skills and the ability to deeply understand customer business needs.
• A strong commitment to meeting and exceeding sales targets and a high degree of autonomy.
• Account, opportunity and forecast management by SFDC and MEDDICC methodology
• Presentation and demonstration skills for the business meetings
• Manufacturing, Telecom/Utilities and Healthcare industry experience

Key Performance Indicators (KPIs)

• Quota Attainment: Achievement rate against annual and quarterly revenue targets.
• Large deal oriented: Pursue the large enterprise deal including products and services
• Pipeline Generation: Number and value of new and upsell opportunities created.
• New Customer Acquisition: Number of new accounts closed.
• Upsell and Cross-sell Revenue: Revenue generated from expanding existing customer contracts.
• Renewal Rate: Percentage of renewed contracts (G$R, N$R) within the assigned customer base.
• Sales Cycle Length: Average time from initial engagement to closed-won deal.
• Pipeline Health: Progression of opportunities through the sales stages and accuracy of future revenue forecasts.

The talent and dedication of our employees are at the core of DataRobot's journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees' well-being at the core. Here's what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!

DataRobot Operating Principles:

• Wow Our Customers
• Set High Standards
• Be Better Than Yesterday
• Be Rigorous
• Assume Positive Intent
• Have the Tough Conversations
• Be Better Together
• Debate, Decide, Commit
• Deliver Results
• Overcommunicate

Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We'd love to have a conversation with you and see if you might be a great fit.

DataRobot is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor's EEO poster and EEO poster supplement for additional information.

DataRobot uses approved AI-powered tools to support the hiring process in selected regions. These tools may assist in writing job descriptions, reviewing applications, assessing qualifications, and evaluating candidate materials. All decisions regarding applications are made by members of the DataRobot team.

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